Escolar Documentos
Profissional Documentos
Cultura Documentos
Specialist Training
Contents
1
Bearer Network
Products
Sales Strategy Overview
Click
to add Title
Access Products
Click to add Title
Transmission
Products
Click
to add Title
3.1
OTN Products
Click to add Title
3.2
MSTP Products
Click to add Title
3.3
MicrowaveClick
Products
to add Title
2006~2013
2013~2020
2018~
DOCSIS 1.1
& 2.0
DOCSIS 3.0
FTTH
down 38M
/up 24M
1500 HouseHolds
down 200M
/up 160M
125~500 HHs
down/up 1G
16~32 HHs
50M~100M/HH
>100M
2018
100M~/HH
2009~
2013~
2018~
HSI + SDTV
HDTV
3D TV
3D Conference
Ambient Video
Down 4~8M
/up 1~2M
per HH
down nx12M
/up nx2M
per HH
down nx30M
up nx10M
per HH
50~100M
Competition
2013
Services
20~50M
2009
2~20M
100M~
2001
Competition & services are two key forces to drive bandwidth evolution.
To match future development, 100Mbps access network is a must in next 6 years for TELCO.
2
Traffic
Transportation
IP Migration
500000
Maintaining
TDM Migrate to IP
2.5G
new
Data center
Page 3
LSW
DC
3.28, 8%
16.88, 43%
WLAN
AR
2.86, 7% Service
NE
Optical
4.17, 11%
Access
6.88, 17%
In total $39.45Bn
Huawei can address every
segment of the Enterprise
network space
Target products by priority
Optix Network
22%
NO.1
NO.2
GPON
23%
Microwave: Delloro
20123.Q2
DSL
48%
33%
No1
No1
GPON: Ovum-RHK
2013Q2
DSL: Ovum-RHK
2013Q2
No.1 in 2013.Q2
Other 5%
Dasan Networks 2%
Fiberhome
5%
Dasan
Networks
2%
Calix 5%
Calix 3% Fiberhome 6%
GPON in EMEA
GPON in APAC
From Infonetics 2013 Q2
PON
ONU
DSLAM
XDSL
CPE
VAP
POTS
/ISDN
xDSL
FAX/
PBX 64K
Modem
E1
Large
Corporation
Finance
MSAN
Enterprise
Bearer
network
MSTP
Global Partner
Transportation
Microwave
Transmission
SME
Two-Vendor Strategy
Key benefits of Two-Vendors Strategy to
customers are:
Standardized Infrastructure simplifies OAM
Cost-Saving & Investment protection
Eliminate vendor lock-in
Greenfield
Operational Restructure
& Consolidation
Often includes a network refresh:
Consolidation
Expansion
Re-organization
enterprise
Access Router AR G3
AR 200/150
AR 1200
Data Center
AR 2200
AR 3200
Agile Switch
NE20E-X6 NE40E-X3/X8/X16NE5000E
AP6010SN/DN AP6510DN
AP6610DN
GE Access
10GE AGG
T-bit Core
WiFi AC
WiFi AP
AP7110DN AP6310SN
AC6605
FE Access
ACU For
S9700/S7700
SMB
Ethernet
Switch
CloudEngine12800
CloudEngine
5800/6800
xPON
Access/
Security/
MSCG/
Wireless
MxU
MA561x
/2x/3x
MA5652
/62/69
OLT
ONT
MA560x/
MA568x
HG80x0/
81xx/82xx
S7700
S9700
S12700
S6700
Firewall/UTM
SSL VPN
IDS/IPS
USG 2000/5000
SVN 2000/5000
NIP2000/5000
WDM
S5700/S5710
MSCG
ME60 X3/X8/X16
WiMAX
BTS
Terminal
S1700
GSM-R
DBS 3900
Microwave
MSTP/Hybrid MSTP
Transport
OSN1800
OSN3800
OSN6800
OSN8800
Metro100/1000
OSN 500/550
OSN1500
OSN2500
OSN3500/7500/9560
RTN910
RTN950
RTN980
Access
Router &
Core
Router &
WiFi
Site
Copper
Smooth migration
Copper&fiber
integrated
iODN
Efficient
FTTx
Professional service
Operation
NG DSL&PON
ready
ODN
turnkey
Intelligent
cabinet
uniSite
OLS
Migration
Service
Booming Bandwidth
Usage
Carrier-class Transport
Simple O & M
High Availability
11
Contents
1
Bearer Network
Sales Strategy Overview
ClickProducts
to add Title
Access Network
Click Products
to add Title
Transmission
Network
Products
Click
to add Title
3.1
OTN Products
Click to add Title
3.2
MSTP Products
Click to add Title
3.3
MicrowaveClick
Products
to add Title
12
access.
Optical/Copper Unified platform, centralized management
Opportunity
Smart Grid
Power PON distribution network
Power FTTH
Video surveillance
Large-scale crowded access
Focuses the campus and ISP newly-built optical network access, strengthens the Huawei GPON first market position, provide all
FTTx solution include FTTDFTTHFTTOFTTBFTTCFTTW etc. In the newly-built network the OLT stationing will bring
Long-term income. Must promote MA5600T series , PON/DSLAM/MSAN unified platform, provide L3 feature, has the competitive
advantage.
Strategy
Increase rate is the inevitable choice for DSLAM customers, Huawei Vectoring solutions, competitive advantage, and has large-
Power industry distribution network PON access and power FTTH has communication sale in China, can be push to overseas
Video surveillance is huge market space, In this scenario, large and dense (more than 500) access, PON have cost advantage. And
pure optical network, hardware the stability or network quality (delay and jitter) are superior to ordinary Ethernet access.
13
FTTCo
FTTC
Site
IP/Ethernet
ODN
MxU
FTTB/DP
FTTH
ONT
PSTN
ADSL
VDSL2
Vectoring
G.Fast
GPON
ONT
10 OLT
OLT GPON
G
WDM
ONT
P
coupler
10G GPON
O
N
ONT
10G GPON
14
ONT
GPON
ONT
ONT
ONT
10
GPON
ONT
iODF
U2000
..
OLT
Automatic Record,
100% Accurate
OLT
10G GPON
WBF ONT
Service
table
ODN MS
GIS Information
Network Management,
E2E Visible Network
GPON
ONT
U2000
ID Tag, Identified
passive resources
WBF
Reusing EMS
OSS
Topology
Reusing ONT
WDMPON
iFDT
iFAT
ONU
MA5621A
MA5621
Broadcast & TV
MA5600T
MA5608T
MA5603T
MA5632
MA5631
MA5633
Bridging
HG8010H
Bridging
& Voice
HG8110H
HG8040H
HG8240H
MA5620
MA5669
MA5626
HG8242H
Gateway
MA5612
MA5616
HG8245H HG8247H
15
3.2T bit/s backplane capacity, 1,920G bit/s switching capacity, and 512,000 MAC
addresses.
Support GPON, 10G PON, and 40G PON, enabling easy evolution.
Easy deployment
and Operation and
Maintenance
High reliability
Energy saving
16
ALU
7360FX
/7302/7330
MA5600T
7356
MA5608T
Mini OLT
Platform.
The OLT dont support from PWE3, only in the ONU
Does not support TypeC, TypeC dual-homed
Only uplink stream in GPON board support tiered
scheduling , can not satisfy bi-HQOS
ZTE
C300
MA5600T
Mini OLT
C320
MA5608T
Contents
1
Bearer Network
Sales Strategy Overview
ClickProducts
to add Title
Access Network
Click Products
to add Title
Transmission
Products
Click
to add Title
3.1
OTN Products
Click to add Title
3.2
MSTP Products
Click to add Title
3.3
MicrowaveClick
Products
to add Title
18
Opportunity
To realize the informationization and intelligentization in the energy industry production, firstly the transmission
network will be built along the oil transport tube. This give us a chance to help our customer to finish the work.
19
Competitor Analysis
Advantages
Disadvantages
Cisco
Be the First in IP technology with a famous
brand
Have much many global partners
Businese price is a little higher
Be a little weaker in the transmission
technology
AlcaLu
Be equal with Huawei in the transmission
products
Be weaker in the IP products.
Be weaker in the delivery experience of the
government and education projects.
Sale Strategy
a)
b)
c)
d)
e)
Bandwidth
Evolution
Convergence
'Zero' Downtime
Easy
21
Contents
1
Bearer Network
Sales Strategy Overview
ClickProducts
to add Title
Access Network
Click Products
to add Title
Transmission
Network
Products
Click
to add Title
3.1
OTN Products
Click to add Title
3.2
MSTP Products
Click to add Title
3.3
MicrowaveClick
Products
to add Title
22
1
Global WDM
1
Global Backbone DWDM
4
PCT
Huawei
Others 25%
1
Global Metro WDM
1
PCT
8
PCT
Huawei
29% Huawei
33%
Huawei
Others 17%
Huawei
18%
1.6
PCT
Huawei
46%
30
PCT
Huawei
34%
ALU
25%
23
New
New
OSN 1800 I
OSN 1800 II
2M~10G access
Protected 8 in
one box
Flexible install
OSN 1800 V
2M~10G access
700G ODUk/PKT
XC
40/5G SDH XC
24
Large Bandwidth
E2E Management
Supports E2E configurations.
Supports multi-layer and multi-trail
service tracing.
25
Competitor Analysis
Advantages
Cisco
100G/OTN
ASON
The single provider of the
IP+Optical Integration Solution
Be much rich in the worldwide
deployment experiences
AlcaLu
ZTE
Disadvantages
26
Sale Strategy
a) High Touch:Develop the high-level
relations with NA and occupy the high
strategic points
Contents
1
Bearer Network
Sales Strategy Overview
ClickProducts
to add Title
Access Network
Click Products
to add Title
Transmission
Network
Products
Click
to add Title
3.1
OTN Products
Click to add Title
3.2
MSTP Products
Click to add Title
3.3
MicrowaveClick
Products
to add Title
27
2012Q4
Rolling 4Q (2012Q1~2012Q4)
Huawei
MSTP
Huawei
Hybrid MSTP
NO.1
NO.1
ALU
Source: Ovum-RHK
No.1
Source: Ovum-RHK
Leading
MSTP
OSN 9560
OSN 7500II
1.28T OCS
Unified platform
Aggregation
STM-64
OSN 2500
STM-16/4
CPE
OSN1500A
OSN 550
STM-16/4/1
STM-16/4/1
OSN 7500
OSN 3500
STM-64
STM-64/16
OSN 9560
OSN 7500II
OSN 7500
TDM
PKT 320G
PKT160G
1.28T/80G
TDM
TDM
360G/40G
360G/40G
OSN1500B
STM-16/4/1
Unified NMS
U2000
Metro 1000
OSN 500
Metro 100
STM-4/1
STM-4/1
STM-1
Hybrid-MSTP
OSN 3500II
OSN 2500
OSN 3500
OSN 1500
TDM
TDM
PKT100G
PKT 8G
110G/20G
60G/20G
TDM
TDM
200G/20G
60G/20G
Metro 1000
Metro 100
OSN 550
OSN 500
TDM
TDM
PKT
PKT 7.2G
4G/4G
1.25G/1.25G
60/40/20G
TDM
TDM
21.25G/5G
20G/5G
High Quality
MSTP is the best choice to carry
TDM service
Dedicated channels guarantee
the quality of service
Service degrade detection and
High Reliability
Multi-level system protections
ASON anti-multi-failure protection
Relay protection for power system
Multi-Service Access
errors
Future-Oriented
Long Haul
ZTE
ECI
ABB
Promote HYBRID:ABB
only 61series support
HYBRID, no end-to-end
hybrid networking
capability.
Promote high
specifications: the main
product 515/512 is a box,
strong PCM ability, but poor
transmission capacity, high
transmission capacity, highrate interface, high-density
transmission interface can
beat ABB
Avoid ALL-IN-ONE:
ABB is strong in ALL-INONE ,rich PCM interface.
Contents
1
Bearer Network
Sales Strategy Overview
ClickProducts
to add Title
Access Network
Click Products
to add Title
Transmission
Network
Products
Click
to add Title
3.1
OTN Products
Click to add Title
3.2
MSTP Products
Click to add Title
3.3
MicrowaveClick
Products
to add Title
32
CAGR=51.0%
20.2%
2nd
Microwave Market share
(Rolling 11Q4-12Q3)
2008
2009
2010
Fast Growth: with 51% CAGR in last 4 years and still going on.
In Y2011, Huawei Microwave revenue reached $ 814.9 million with 24% growth.
11Q4-12Q3, Huawei Microwave market ranks TOP 2 at 20.2% with revenue to $ 1,300 million.
33
2011
POC4
(Micro-site)
Core
RTN310
(FO)
POC3
( End-site)
POC1
(HUB Point)
NEW
RTN380
(E-Band)
PTP250/500
(N-LOS)
POC2
(convergence point)
1+1
1+0
RTN 620(4RF,2U)
main
main
1C(1+0)
XMC-2
RTN 980(14RF,5U)
RTN 950A
( 6RF,12Q4)
RTN 950
( 6RF,2U)
RTN 910
( 2RF,1U)
2A(1+1)
1A(1+0)
RTN 905(Fixed,1U)
Greater Bandwidth
Higher Reliability
Link-level protection
Device-level protection
Network-level protection
1024QAM,High modulation
Radio link aggregation
35
Huawei
Competitors
FO
E-Band
42G ODU
Huawei can offer in house design for all the components of a microwave solution: Antennas, Chipset, etc.
This positions Huawei as one of the few microwave vendors that do not relay on third party Intellectual
Properties benefit the customer of short time delivery, no risk for components shortage, timely customer
requirements fulfillment.
36
Contents
1
Bearer Network
Products
Sales Strategy Overview
Click
to add Title
Access Products
Click to add Title
Transmission
Products
Click
to add Title
3.1
OTN Products
Click to add Title
3.2
MSTP Products
Click to add Title
3.3
MicrowaveClick
Products
to add Title
Successful Cases
Click to add Title
37
Solution
Customer Benefits
38
Solution
National Libraries
College
IRCCS
AFAM
Laboratories and
Research Centers
Customer Benefits
39
Solution
Line side uplink and downlink rate is 10 G, tributary side supports GE, FE, STM16, STM-64 services access
Customer Benefits
Flexible -level service grooming in optical layer and flexible granules grooming
in electrical layer
40
Huawei Solutions
Benefits
41
Huawei Solutions
Benefits
After the project, it will transport 30 billion cubic meters of natural gas per
year
This cooperation, enhance the friendship of China and Kazakhstan
42
150,000 km. It provides services to these market sectors: Transport & Mobility, Enterprise & Public, and Telecom Operator
& Integrators. The company aims to be the most reliable supplier of ICT solutions for mobility and communication.
Solution
Customer Benefits
Multi-Service Access: supports various applications (SCADA, Passengerticket Management Information System, etc.)
43
Huawei Solutions
Network protection : Trunk layer use 1+1 linear MSTP, aggregation &
access layer combined as a path protection ring, traffic is aggregated
to control center through trunk line and aggregation layer
Benefits
44
Solution
Uses the unified NMS U2000 to manage all equipment and services
Customer Benefits
The network meets the reliability requirements and guarantees for stock
exchange operations.
45
Europe
Asia-Pacific
CIS
Vodafone
Trans Telecom
British Telecom
MTC
Telefonica
Utel
N9UF
Meqafon
China Mobile
China Telecom
China Unicom
E-Access
QSC
Latin America
Africa
Iusacell
Brazil Telecom
Orascom
Telemar
Telecom Egypt
CANTV
MTN
Middle East
Etisalat
Saudi Telecom
SingTel
PCCW
HGC
Optus
Korea Telecom
Telecom Malaysia
TELMA
AIS
TRUE
Excelcom
In-depth experience developing long term relationships with more than 30 worldwide operators.
46
Solutions:
The aggregated OLT solution reduces the number of COs and achieves network convergence (access and
aggregation), service convergence (ultra-broadband, HDTV, and voices), and user convergence (home,
enterprise, mobile bearer, and wholesale), which effectively achieves network flatness.
Comprehensive customized green cabinet, one-stop delivery, and fast deployment
MA5616s deployed in a large scale provides the VDSL2 and vectoring technologies for copper lines to achieve
100 Mbit/s transmission rate.
Benefits
BT deploys 80% FTTC networking and 20% FTTH networking, greatly reducing CAPEX. (The BT networking
deployment shows that the cost for deploying FTTH is five times of the cost for deploying FTTC.)
The total of 5500 COs reduces to 800, greatly reducing renting fees of the equipment room.
Provides new user service packages of 40 Mbit/s, 80 Mbit/s, and 100 Mbit/s, which attracts more copper
47